Description
Workday is seeking a Senior Services Executive to join their team. As a Senior Services Executive, you will pivot from traditional implementation planning to strategic advisory. You will be responsible for the planning, management, and execution of Professional Services business development activities, with a specific focus on the "Art of the Possible."
You will use your experience in consulting and change management to help customers visualize a transformation powered by Workday Sana, Workday Extend, and Prism Analytics. You will not just be selling a deployment; you will be positioning a platform for agility. You will work closely with our ecosystem of Global Systems Integrators (SIs) to align on methodology and ensure our customers adopt a modern, data-driven approach to their business challenges.
Key Responsibilities:
- Drive Strategic Value: Effectively position the value of Workday's deployment methodology, moving the conversation beyond technical setup to business transformation, AI-driven efficiency, and data insights (Prism).
- Evangelize Innovation: Act as the subject matter expert on how Workday Extend and Workday Sana can solve unique business problems, distinguishing our platform from legacy competitors.
- Consultative Discovery: Conduct services discovery sessions focused on business outcomes, change readiness, and strategic goals rather than just functional requirements.
- Partner Alignment: Cultivate deep, mutually beneficial relationships with Big SI partners, ensuring alignment on deployment strategy and commercial models.
- Commercial Execution: Lead, negotiate, and close Professional Services Agreements, Statements of Work, and other contractual documentation with a focus on value-based outcomes.
- Forecasting: Maintain accurate and timely prospect, pipeline, and service forecast data.
- Relationship Building: Use your presentation and influencing abilities to solve complex problems and foster long-term relationships built on a foundation of empathy, mutual trust, and strategic vision.
Requirements:
- 5+ years of experience in Professional Services Sales or Strategic Consulting/Advisory roles within the Enterprise Software, Digital Transformation, Human Capital Management or Financial Services Management
- 5+ years of experience working for, or closely partnering with, Global Systems Integrators (Big SIs) (e.g., Deloitte, Accenture, PwC, KPMG), with a deep understanding of their delivery models and commercial structures.
- Proven experience in Change Management: Ability to discuss the people and process side of digital transformation, not just the technology.
- Fluency in German and English is essential
Nice to Have:
- Platform fluency: Ability to understand and explain the business benefits of Artificial Intelligence (AI), Machine Learning, and PaaS (Platform-as-a-Service) without needing to be a technical developer.
- Track record in complex sales: Proven success in running sophisticated services sales cycles from start to finish with successful revenue and profitability attainment.
- Strategic mindset: Experience shifting conversations from "features and functions" to "business value and ROI."
- Solid understanding of the Human Capital Management or Financials Enterprise Application space (competitors, trends, and future direction).
- Exceptional soft skills: Great presentation skills with the ability to command a room of C-level executives.
- Commercial acumen: Strong attention to detail and experience with commercial processes, including RFP responses, scope description, and contract documentation.
- Ability to travel up to 35%.